Perhaps Hope is a Selling Strategy After All!

Posted by Dave Kurlan on Fri, Jun 09, 2017 @ 10:06 AM

hope.jpg
Image Copyright 2Jenn

You've heard that hope is not a strategy - and it isn't a strategy if you're sitting there saying to yourself, "I hope I win this deal..."

As you know, hope was a big news topic this week when James Comey revealed that President Trump said, "I hope you can let this go."  All kinds of partisan and legal strategies will be discussed relative to the meaning, intent and context for the word hope.

Earlier this week, Brad Ferguson, a long-time OMG Partner in Arizona said, "They'll meet with you based on hope and buy from you based on belief."  You'll find three short paragraphs with links below to clarify the ideal way to strategize by utilizing hope and belief.

It should go without saying that for a prospect to schedule a meeting based on hope you must have the right kind of first phone conversation where you identified an issue with which you might be able to help.  See this article for more on how to have a successful first phone conversation.

For a prospect to buy based on belief they must find you credible, likable, caring, relatable, expert and trustworthy.  I call this SOB Quality and this short video explains what it is and how you can easily achieve it.

Hope, as a significant selling strategy, is when you intentionally abandon all hope of getting the business. To better understand how, and why you must accomplish that, read more here.

Topics: Dave Kurlan, Consultative Selling, Closing Sales, cold call, Donald Trump, james comey

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

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